While some businesses grow through brilliant integrated marketing strategies, others are able to maintain a high level of success mainly through word-of-mouth referrals. Personal referrals are serious ...

When I ask a group of financial advisors to share their thoughts on an ideal client, I often hear things like “willing to take my advice” or “appreciates our planning approach.” What I’m really after ...

When someone seeks out a professional service, they’re searching for the provider who can best address their current needs and, hopefully, provide sustainable solutions going forward. Likewise, ...

In the mid-2000s, I was a high school Latin teacher, and I loved it. I loved the rhythm of the classroom, the quiet triumph when a student finally grasped the logic of a complicated translation and ...

As a start-up or even an established business facing tough times, it is hard to be picky about customers. But with a little effort and thoughtful planning, you can attract more ideal customers and ...

Security integration firm leaders are constantly looking for ideal technicians, back-office personnel, and technologies to push their businesses down the path to greater profits, but what about the ...

A few weeks ago, I did a post on identifying bad clients and knowing when to fire them. In the emails and comments that followed, many of you mentioned the flip side of the coin - building a business ...

An Ideal Client Profile is a snapshot of who you serve best and why. It consists of core demographics and identity, aspirations and desired outcomes, pain points and problems, decision-making drivers, ...